Dealer Development Manager

The Dealer Development Manager or Business Development Manager will work closely with the North American Distribution Sales and Operations teams, including COD, DOD, and Independent & National Account Distribution partners, with a focus on Goodman brand Program and non-Program Dealers. The candidate has a well-rounded background - with a strong working knowledge of Dealer recruitment & retention, contractor focused in-home sales software solutions, multi-step distribution, and residential HVAC contractors' business models. The ideal candidate is a highly motivated self-starter and a team player. The BDM is responsible for driving dealer engagement, as well as providing reporting and feedback mechanisms for Sales & Marketing Leadership. Position Summary The Dealer Development Manager or Business Development Manager will work closely with the North American Distribution Sales and Operations teams, including COD, DOD, and Independent & National Account Distribution partners, with a focus on Goodman brand Program and non-Program Dealers. The candidate has a well-rounded background - with a strong working knowledge of Dealer recruitment & retention, contractor focused in-home sales software solutions, multi-step distribution, and residential HVAC contractors' business models. The ideal candidate is a highly motivated self-starter and a team player. The BDM is responsible for driving dealer engagement, as well as providing reporting and feedback mechanisms for Sales & Marketing Leadership. Position Responsibilities May include: • Work with Divisional, Regional, and DOD leadership to ensure annual sales budgets are achieved. • Articulate Strategic Product growth initiatives, including Side Discharge, RAQA, & Light Commercial products • Drive adoption of strategic Promotional Programs, including Consumer Financing, Retail salesperson SPIFFs, etc., • Identify and explore new opportunities beyond the existing distribution channels by working with internal and external stakeholders • Work effectively and professionally with field sales teams to drive dealer development of Goodman Program and non-program dealers, resulting in improved year over year sales performance, increases in high efficiency mix, and increased sales of Goodman Side Discharge & RAQA products. • Encourage and facilitate sales and business trainings through the HVAC Learning Campus with COD & DOD sales teams and Independent & National Account Distribution. • Develop a comprehensive understanding of customers' missions, capabilities, and business posture for technology initiatives • As needed create sales tools and implementation plans for Daikin & Goodman COD & DOD sales teams and Independent & National Account Distributors to ensure achievement of engagement and sales objectives • Responsible for creating, disseminating, and updating reporting on strategic initiatives • Collect, document, and share market intelligence on competitor's solutions, including pricing, functionality, strategic focus, and adoption rates • Identify markets that are underperforming, work with leaders to develop and provide solutions to meet current goals Perform additional projects/duties to support ongoing business needs. Nature & Scope • Applies advanced knowledge of job area typically obtained through advanced education and work experience • Manages projects and processes while working independently and with limited supervision • Coaches and reviews the work of lower-level professionals • Problems faced are difficult and sometimes complex; takes a new perspective on existing solutions Knowledge & Skills • Comprehensive knowledge of HVAC business - business model (Distribution and rep channels), products (Unitary, and ductless), services, contractor business models, sales processes, and market trends • Strong working knowledge of contractor focused software solutions, field service, technical, back office / business management solutions • Proven track record of sales, marketing, and business development growth • Strong ability to influence, interact and sell to a wide spectrum of clients, excellent customer relationship management skills • Working knowledge of MS Office Suite (Excel, Outlook, Word & PowerPoint), and database applications, CRM, etc. • Excellent analytical and quantitative skills - ability to translate data into quantifiable information and apply to business decisions • Strong organizational and time management skills • Excellent verbal and written communication and presentation skills • Ability to build and maintain positive relationships with customers, vendors, and employees • Goal-oriented, highly confident, self-motivated, and willing to work in a fast-paced team environment • Ability to apply good judgment, strong work ethic and integrity on the job. Competencies Experience • 10 years of proven sales/business development experience in multi-step distribution channels, with a successful track record in contractor development Education/Certification • Bachelor's degree in business or related field experience People Management No Physical Requirements / Work Environment • Must be able to perform essential responsibilities with or without reasonable accommodations Reports To: Sr. Director, Customer Experience Qualified Applicants must be legally authorized for employment in the United States. Qualified applicants will not require employer sponsored work authorization now or in the future for employment in the United States. The Company provides equal employment opportunity to all employees and applicants regardless of a person's race, color, religion (including religious dress or grooming practices), creed, national origin (including language use restrictions), citizenship, uniform service member or veteran status, ancestry, disability, physical or mental disability (including HIV/AIDS), medical condition (including cancer and genetic characteristics), genetic information, request for protected leave, marital status, sex, pregnancy, age (over 40), sexual orientation, gender, gender identity or expression, political affiliation, or any other characteristic protected by law. The Company will comply with all federal and state regulations and statutes pertaining to individuals with disabilities.